Closing Time: Lawyers Are Great at Closing Business, But Need to Get There Faster
Most attorneys are phenomenal when it comes to closing business. If coffee is for closers , they’re awash in the stuff. And, most attorneys will tell you that: they know it, they acknowledge i t , they own it. Most of the lawyers I talk to will tell me that, ‘If I can get someone on the phone, I can close them’. I would be t that most lawyers close leads in to the high 70s, if I had to sign a percentage to it. That’s pretty damn good. But, that ‘if’ is a big one; and, the place where most law firms stumble is getting leads to the consultation/closing meeting. Law firms don’t pick up the phone regularly; and, they don’t respond to voicemails. Same goes for contact form and intake form submissions. Consumers are impatient. So, if a law firm is not immediately responsive, they’re already on to the next option. So, the problem is, really, that lawyers never get to the closing meeting, because they fail to engage leads. Professional athletes often take the offse